3 Ways to Avoid the Price Quote Trap

desk-laptopHas this ever happened to you?

You call a prospect and introduce yourself, your company and your products.

But before you have a chance to ask qualifying questions, the prospect asks:

“What’s your price?”

One of the biggest mistakes salespeople make is quoting price too soon.
(I have painful memories of doing exactly that, early in my sales career :(

If you quote a price too quickly, you risk losing the sale.

Instead, focus on the customer’s issues.

Then put the price in the context of the value and quality solutions you provide.

Here’s how to answer the “What’s your price?” question . . .

. . . without quoting your price too soon.

Two (of three) responses to “What’s your price?”

  1. “I can quote the best price for you when I know more about your situation,” or . . .
    . . .
  2. “. . . when you tell me what results you are looking for.”

To go even deeper and get more information:

  1. You: “I’m glad your company is interested in our products and I appreciate your question regarding price… Let me ask you this: Other than price, what else is most important to you?”

The answer to this question will tell you what issues to focus on and how you can be helpful to this prospect.

If they are strictly price shopping, you don’t want their business because as soon as someone else comes along and offers the same products at a dollar less, they are gone. Not a win-win situation.


Then there is – how to handle the dreaded unexpected objection

and . . . the best answer to a price objection


Best of all . . .

Eliminate objections at the beginning of your call.


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